Channel Sales Manager

Mide Technology; Woburn (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

Midé Technology in Woburn, MA, is seeking a Channel Sales Manager to drive revenue by growing our distributor and sales representative network. You will recruit, train, and support partners while collaborating with engineering and product teams to meet customer needs.

The role requires 5+ years in B2B tech sales, a proven track record, and excellent communication skills. Expect travel and a dynamic, growth-focused environment with competitive base salary plus commissions.

Qualifications

• 5+ years of experience in B2B sales, business development, channel sales, or distribution management.
• Experience selling technical products, instrumentation, sensors, electronics, industrial equipment, or similar products preferred.
• Proven track record of meeting or exceeding sales targets.
• Experience managing distributors, manufacturer's representatives, or channel partners preferred.
• Strong prospecting, negotiation, presentation, and closing skills.
• Ability to understand and communicate technical product information.
• Strong written and verbal communication skills.
• Highly organized with excellent follow-up and pipeline-management skills.
• Comfortable working independently in a fast-paced, growth-oriented environment.
• Willingness to travel domestically and internationally as required.

Responsibilities

• Develop and expand the company's network of authorized distributors and sales representatives.
• Identify and recruit new distribution partners in strategic geographic and industry markets.
• Establish clear expectations, sales targets, territories, and responsibilities for distribution partners.
• Train distributors on products, applications, positioning, pricing, and sales processes.
• Provide distributors with the technical and marketing resources needed to successfully sell the product line.
• Monitor distributor performance, pipeline activity, and revenue.
• Develop strategies to increase sales through existing distributors.
• Manage channel conflicts and ensure appropriate territory and customer-account coverage.
• Coordinate leads generated by the company and ensure they are properly assigned and followed up by the appropriate distributor or sales representative.
• Develop long-term relationships with key distribution partners.
• Identify new markets, industries, applications, and strategic accounts.
• Research competitive products, market trends, pricing, and customer requirements.
• Develop account strategies for high-value and strategic customers.
• Attend trade shows, conferences, customer meetings, and industry events as needed.
• Generate new leads through outbound prospecting, networking, distributor relationships, and industry contacts.
• Work with marketing to develop campaigns and sales materials targeted at specific industries and applications.
• Work closely with engineering and product management to understand customer requirements and communicate market feedback.
• Coordinate with operations and customer service regarding inventory, lead times, shipping, and customer requirements.
• Work with finance on pricing, payment terms, credit requirements, and commercial agreements.
• Provide management with regular updates on pipeline, revenue forecasts, market opportunities, and distributor performance.
• Communicate customer feedback and competitive intelligence to help guide future product development.

Skills

B2B sales

Channel management

Distributor management

Technical product knowledge

Prospecting

Negotiation

Presentation

Closing

Communication

Organization

Tools

HubSpot

Salesforce

Job description

About Us

For over 35 years, Midé Technology, a Hutchinson Company, has been an innovative, agile, and proven engineering services and research & development firm located in Woburn, MA. Over 50 employees deliver innovative products and solutions to our customers in US government agencies (Department of Defense, NASA, etc.), and throughout the commercial sector (SpaceX, Google, etc.). From piezoelectric components, shock and vibration sensors and software, to developing smart systems we are committed to delivering innovative solutions that provide value to our customers.

POSITION:

Channel Sales Manager, Reporting to Sales Manager

We are seeking a motivated and results-driven Channel Sales Manager to grow sales through direct customer engagement and the development and management of our global sales representative and distribution network. This role will be primarily responsible for recruiting, developing and supporting our sales representatives and distributors with the goal of driving revenue growth across assigned markets. This role will also help the sales team identify new business opportunities and manage key customer relationships. The ideal candidate has experience selling technical products in a B2B environment and is comfortable working with engineers, purchasing teams, distributors, sales representatives and senior decision-makers.

The position requires a combination of sales execution, relationship management, channel development, and technical product knowledge.

Key Responsibilities

Sales Representative and Distribution Management

• Develop and expand the company's network of authorized distributors and sales representatives.
• Identify and recruit new distribution partners in strategic geographic and industry markets.
• Establish clear expectations, sales targets, territories, and responsibilities for distribution partners.
• Train distributors on products, applications, positioning, pricing, and sales processes.
• Provide distributors with the technical and marketing resources needed to successfully sell the product line.
• Monitor distributor performance, pipeline activity, and revenue.
• Develop strategies to increase sales through existing distributors.
• Manage channel conflicts and ensure appropriate territory and customer-account coverage.
• Coordinate leads generated by the company and ensure they are properly assigned and followed up by the appropriate distributor or sales representative.
• Develop long-term relationships with key distribution partners.

Business Development

• Identify new markets, industries, applications, and strategic accounts.
• Research competitive products, market trends, pricing, and customer requirements.
• Develop account strategies for high-value and strategic customers.
• Attend trade shows, conferences, customer meetings, and industry events as needed.
• Generate new leads through outbound prospecting, networking, distributor relationships, and industry contacts.
• Work with marketing to develop campaigns and sales materials targeted at specific industries and applications.

Cross-Functional Collaboration

• Work closely with engineering and product management to understand customer requirements and communicate market feedback.
• Coordinate with operations and customer service regarding inventory, lead times, shipping, and customer requirements.
• Work with finance on pricing, payment terms, credit requirements, and commercial agreements.
• Provide management with regular updates on pipeline, revenue forecasts, market opportunities, and distributor performance.
• Communicate customer feedback and competitive intelligence to help guide future product development.

Qualifications

• 5+ years of experience in B2B sales, business development, channel sales, or distribution management.
• Experience selling technical products, instrumentation, sensors, electronics, industrial equipment, or similar products preferred.
• Proven track record of meeting or exceeding sales targets.
• Experience managing distributors, manufacturer's representatives, or channel partners preferred.
• Strong prospecting, negotiation, presentation, and closing skills.
• Ability to understand and communicate technical product information.
• Strong written and verbal communication skills.
• Highly organized with excellent follow-up and pipeline-management skills.
• Comfortable working independently in a fast-paced, growth-oriented environment.
• Willingness to travel domestically and internationally as required.

Preferred Experience

• Experience selling into aerospace, defense, automotive, industrial, transportation, energy, or other engineering-focused industries.
• Existing relationships with distributors or technical sales organizations.
• Experience managing international accounts or distribution partners.
• Familiarity with CRM platforms such as HubSpot or Salesforce.
• Engineering or technical education is a plus, but not required.

Key Performance Indicators

Success in this role will be measured through:

• Annual revenue growth of our sales representative and distributor network
• New customer acquisition
• New distributor and sales representative recruitment
• Distributor and sales representative sales performance
• Distributor and Sales representative pipeline growth and accuracy
• Quote-to-order conversion
• Customer retention and account expansion
• Activity levels and CRM data quality

Compensation

Competitive base salary plus performance-based commission. Compensation will be structured to reward successful development and performance of our distribution and sales representative channels.

Why Join Us?

This is an opportunity to play a key role in expanding a growing technical company and its global customer base. The successful candidate will have significant ownership over their territory and the opportunity to build relationships with leading companies while helping expand the company's distribution network and market presence.

Equal Opportunity Employer – minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity.